Subject Code: MSMG-5940H-A-W01-2024GW-OSH

Negotiation and Conflict Resolution

Case study - 4

Submitted to: Rob Elkington

Date of Submission: 13th February 2024

Group- Troublemakers

Name Student Id

Rishta Tabassum Huq 0799358

Ramisa Shahanaz 0805817

Rownak Haider 0804551

Camellia Cathrina Cruze 0812700

Faysal Wahab Siddiqui 0805591

Negotiation Simulation: Team Analysis
Rubric
Team Pera nai- California family- Buyers- WLTS
1. How did each team begin the negotiation?

The UK-based broadcaster, interested in showcasing an American show to their audience,

presented themselves effectively, articulating their objectives with clarity. They emphasized their
commitment to creating value and demonstrated a willingness to invest $7.5 million for 100
episodes, with the option to renew. While their initial offer was ambitious, it raised the
possibility of the winner's curse.

2. What did you observe concerning each team’s analysis of:

1. Self: The buyers were probably not aligned with each other about the offers at
first but they came to one focal point like they knew what they wanted from the
seller and came back stronger with better comebacks. Moreover, the buyers
towards the beginning were into integrative bargaining but towards the end, they
were more moving into distributive bargaining.
Also, the buyers stated their points and where they stood multiple times when
they mentioned that they are the 4th-ranked in the sector.
2. What did they want from this negotiation?
The buyer wants to buy the license from the seller. They were collaborative with
the other team but at last, they gave the final offer which they were willing to
negotiate. Also, they wanted to build a long-term relationship with the seller and
gave them the option to renew the license if they wanted to.

3. Others:

1. How well did each team appear to know or get to know about the
counterparty they were negotiating with?

Buyers paid full attention and respect toward the counter party’s offers. At first, the buyer wanted
$75,000 per episode, 6 runs, and the option to renew, but the seller wanted $ 150k for 5 runs.
After negotiating with the buyer, another counteroffer surfaced with $125k with 3 runs. In our
opinion, the buyer and seller were going back and forth with the offers and the buyers offered
$95k with 6 runs but sellers thought the price was low according to them.The buyers were able
to negotiate and justify fruitfully about the price they were asking for. So the seller at last agreed
to what the buyers offered their last counter offer. In this case, the seller had to take a foot back
and agree with the offer that the buyer negotiated with.
 2. How well did each team listen to each other?

The buyers attentively considered the sellers' proposals, responding with counter offers for
nearly every aspect of the negotiation. Their attentive demeanor, reflected in positive body
language, showcased their preference for active listening, despite the sellers' apparent lack of
confidence.

3. How did each team adjust based on what they learned?

They endeavored to generate value not only for themselves but also for the sellers, emphasizing
the mutual benefits of collaborating on the show. Subsequently, they transitioned into asserting
their value propositions. This was coupled with maintaining eye contact and demonstrating
active listening throughout the negotiation process.
Moreover, they remained calm to the hardball tactics,

3. Situation:
1. What are the situational variables impacting the negotiation?

One pivotal situational variable, arguably the most significant, occurred toward the negotiation's
conclusion. The buyers presented their ultimate offer: $100,000 for 6 runs, with a renewal
option, and committed to licensing "School" by initiating negotiations at a starting point of
$17,000 per episode. This sense of urgency induced a degree of panic among the sellers, who
were keen not to lose the deal. Consequently, some members of the sellers' team were inclined to
settle quickly with the offer.

2. Do you feel each team walked away with a strengthened relationship?

Indeed, it's evident that both teams have solidified their relationship. Upon the buyers' final offer,
consensus was swiftly reached: they would pay $100,000 per episode for the California family
show, spanning six runs, with the potential for license renewal after the term's conclusion.
Additionally, the buyers committed to commencing bidding for the new show at $20,000.